Untuckit CEO Aaron Sanandres discusses how the brand adapted to the pandemic by leveraging its physical stores for fulfillment, despite omnichannel challenges with platforms like Shopify. The episode highlights the importance of re-evaluating fundamentals and shifting marketing messages to maintain brand ethos during crises, offering valuable lessons for DTC operators on resilience and strategic pivoting.
Key takeaways
DTC companies should prioritize omnichannel fulfillment strategies like BOPIS, even if it requires overcoming platform limitations (e.g., Shopify) to meet evolving customer expectations.
Brands don't necessarily need to overhaul their core product lines during crises but should instead focus on shifting marketing messages to highlight existing, less-known offerings.
Physical stores can be quickly converted into effective fulfillment centers, providing a crucial advantage for DTC brands in managing inventory and speeding up delivery.
Leaders should view market disruptions as opportunities to re-evaluate and rebalance business fundamentals, even when initial growth is strong.
Maintaining a strong brand ethos while making operational and marketing adjustments is key to long-term resilience and customer loyalty, even if it means some temporary discomfort.
2020 was a tough year for casual dress shirt brand Untuckit, but the company was able to adapt.
While many retailers that catered to workwear completely changed their product lines to mesh better with the pandemic lifestyle, Untuckit opted to wait it out. “The decision was no -- no massive overhaul of our brand ethos was necessary,” said Aaron Sanandres, co-founder and CEO. Sanandres joined the Modern Retail Podcast and spoke about all the changes his company experienced.
While Untuckit didn’t drastically change its strategy, it did make some smaller tweaks. Much of that had to do with marketing. The company has become known for casual dress shirts, but it has other products too. “We never really heavily marketed our non-core button-down shirt,” Sanandres said. The new focus, he said, “was shifting the messaging.”
Fulfillment was another big change. While Untuckit began as a digital brand, it’s also opened up over 70 stores over the last few years. The company quickly made those locations fulfillment centers -- which Sanandres said was no easy feat. “I’m almost certain almost all DTC companies were late to the game when it comes to buy online pickup in store,” he said. Why? “The fact is, if you’re on Shopify, you will have a very difficult time executing a very clean [experience].”
These changes -- along with many other -- meant that 2020 was a year of learning. Sanandres described it as humbling. His brand has been in growth mode for the last decade, but had to rethink priorities when stores closed and shopping patterns shifted. “I’m an optimist. I’m always seeing the glass half full opportunity that things are going to get better,” he said. “So this did test me a bit.”
While Sanandres maintained that his company is still growing and healthy -- he said the business is still bigger than it was in 2019 -- he viewed this year and last as a way to rethink fundamentals. “Maybe it’s an opportunity really to rebalance the business,” he said.
What does this episode say about retail & omnichannel?
DTC companies should prioritize omnichannel fulfillment strategies like BOPIS, even if it requires overcoming platform limitations (e.g., Shopify) to meet evolving customer expectations.
What does this episode say about dtc strategy?
Brands don't necessarily need to overhaul their core product lines during crises but should instead focus on shifting marketing messages to highlight existing, less-known offerings.
What does this episode say about founder & leadership?
Physical stores can be quickly converted into effective fulfillment centers, providing a crucial advantage for DTC brands in managing inventory and speeding up delivery.
What does this episode say about supply chain & operations?
Leaders should view market disruptions as opportunities to re-evaluate and rebalance business fundamentals, even when initial growth is strong.
What does this episode say about retail & omnichannel?
Maintaining a strong brand ethos while making operational and marketing adjustments is key to long-term resilience and customer loyalty, even if it means some temporary discomfort.
